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In today’s newsletter, I will share three questions that you should answer in your weekly 1:1s as an SDR or an SDR Manager. 1:1 meetings are often unproductive and time-consuming. By answering these questions, you can get 80% of the information you need to orient your work as an SDR.
Let’s dive in:
By answering this question, you’ll have a better understanding of the potential conversations you can have with your prospects. Focusing on this metric is preferable to the number of touchpoints, as it provides a better indication of the number of prospects you have reached.
For instance, if you have 100 touchpoints with an average of 5 touchpoints per prospect, you will only reach 20 prospects. However, if you contact 100 prospects (regardless of the number of touchpoints per prospect), you will have a larger outreach and, most likely, more conversations as a result.
Resources to help you:
This metric serves as a leading indicator of prospecting success. I have observed that 95% of the SDRs I train initially focus on booking meetings rather than starting conversations. They pitch their products, attempt to entice prospects into a demo, and as a result, most of the prospects ignore them.
Instead, starting a conversation can provide you with a better understanding of the messaging that resonates with your prospects. If you steer the conversation properly, you will ultimately book meetings.
Resources to help you:
This question is crucial, but it is only a result of your prospecting system. SDR managers often prioritize this metric while neglecting to track the number of conversations started and the amount of prospects contacted.
Instead, focus on initiating conversations with as many prospects as possible, and this number will automatically increase.
Resources to help you:
Answering these three questions during your 1:1 meetings will give you a better understanding of your prospecting system and help you determine what you need to work on to reach your targets.
Hope this helps.
Cheers,
Thibaut Souyris
Stop playing around with ChatGPT. Start using it to book more meetings.
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